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10.
It sounds like you all are doing pretty good over there.
Maybe we are not the right fit for you.
Maybe now is not the best time for you to look into this.
Soft Takeaway
I am not sure if we are a good fit for you.
I am not sure if you all need what we provide.
I am not sure you are the right person to speak with.

11.
How to Perform the Perfect Sales Takeaway
https://salesscripter.com/portfolio-items/sales-
prospecting-101-module-11-how-to-perform-the-
perfect-takeaway/
More info on Sales Takeaway

16.
Definition:
Humility (adjectival form: humble): the quality of
being modest and respectful. Humility, in various
interpretations, is widely seen as a virtue in many
religious and philosophical traditions, being
connected with notions of transcendent unity with
the universe or the divine, and of egolessness.
Source: Wikipedia

17.
Counter Intuitive for Salespeople
• Taught to be the best
• Alpha
• Aggressive
• Type A personalities

18.
Small Ways to Display Humility
• Take ownership of a mistake
• Admittance of not having the answer
• Admittance of not being perfect
• Admittance of not being expert
• Be able to laugh at yourself
• Be real

20.
“We are also looking at
ProtoTech.”
“OK. Yes, we know
ProtoTech well. They
have a good platform.
But one main way that we
are different from them is
that…..”
• Displays confidence
• Positions you as an advisor
• Builds credibility
• Builds trust

22.
• “Seek first to understand in order to be understood”
– 7 Habits of Highly Effective People, Dr. Stephen Covey
• We all have a piece of us that where we need to be understood
• We can build rapport by directly communicating that we
understand the prospect

25.
Calling Someone (Unscheduled)
• Have I caught you in the middle of anything?
• Are you available to discuss this right now?
Meeting (Scheduled)
• Are you still available for this meeting?
• Do we have a hard stop for this discussion?
• How much time do you have to spend with us?
• How are we doing on time?

31.
• Respect for what they have to say
• Displays that we understand them
• Increases their respect for us
• Lets them do more of the talking
• How to display listening
– Eye contact
– Nonverbal confirmations
– Verbal confirmations
– Reflecting back
– Taking notes

33.
• What direction do you want to go?
• What do you want to do next?
• Is this something you are interested in
discussing more?
• When would you like me to check
back with you?
• When would you like to meet again?
Important with Letting them Lead
– Qualify
– Find pain
– Build interest
– Build rapport
– Trial closing
– Building pipeline

35.
1. Use the Sales Takeaway
2. Do not Sound Like You are Trying to Sell Something
3. Display Humility
4. Compliment the Competition
5. Understand the prospect
6. Respect the Prospect’s Time
7. Focus on the Prospect’s Interests
8. Listen to the Prospect
9. Move Forward on the Prospect’s Terms
10. Stay Involved and Available After the Sale is Made